Field Sales Representative
Trimble
职位名称：大客户销售（BIM / Tekla 方向）
工作地点： 中国上海（现场办公）
所属部门： AECO 事业部
岗位使命
聚焦行业头部客户与重点战略客户，通过深度客户经营与解决方案型销售，推动 Tekla 软件在中国市场的规模化落地，持续提升大客户渗透率、客户生命周期价值及区域业务增长。
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主要工作职责
• 负责 重点行业及大客户（央企、国企、大型设计院、施工总包、钢结构企业等） 的开拓、维护与长期经营；
• 主导大客户从 需求挖掘、方案设计、商务谈判、合同签署到交付回款 的全流程销售工作；
• 针对大客户制定 年度/季度客户经营计划与销售策略，推动在存量客户中的深度挖掘与增量增长；
• 协同售前、技术支持与交付团队，为客户输出完整的 BIM 解决方案与价值呈现；
• 定期分析大客户业务数据与项目进展，确保销售目标、回款目标及客户满意度达成；
• 持续跟踪行业头部企业动态、重大项目机会与竞争对手策略，制定针对性的 大客户攻坚方案；
• 建立稳定的 决策层—业务层—技术层多层级客户关系网络，提升客户粘性与品牌影响力。
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任职要求
• 本科及以上学历，土木工程、结构工程、工程管理、建筑类相关专业优先；
• 3 年及以上 BIM 行业 / 工程软件 / 工程项目型大客户销售经验，有央企、国企或大型工程客户资源者优先；
• 对 BIM 行业及工程建设流程有深入理解，具备钢结构、装配式、施工或设计背景者优先；
• 熟悉 Tekla Structures 或主流 BIM 软件（Revit、Navisworks 等） 者优先；
• 具备 复杂决策链条下的大客户谈判能力，能够独立推动高客单价项目成交；
• 具备良好的 方案型销售能力、商务谈判能力、回款意识与风险控制意识；
• 具备良好的 英语沟通能力，可进行基础商务沟通；
• 结果导向，抗压能力强，具备长期客户经营意识；
• 可接受一定频率的 国内出差。
Your Title: Field Sales Representative
Job Location: Shanghai, China (Office Based)
Division: AECO
Drive TEKLA software sales success by partnering with customers throughout the sales lifecycle, from pre-sales support to deal closure and post-sales engagement, to maximize adoption and revenue.
What You Will Do
Take responsibility for Tekla BIM customers develop, relationship building, and communications;
Take in charge of BIM projects negotiation, execution and the collection of payment in the region defined;
Plan and improve Industry development strategy for target customers, meet sales targets;
Collect marketing information, make monthly sales plan on month/quarter/annual basis;
Provide presales software demonstration and technical service for customers;
Monitor and collect competitor’s marketing activities, provide innovative proposals for company’s development;
Know about BIM related software and industry, provide professional consulting services for customers’ requests.
What Skills & Experience You Should Bring
Bachelor degree of Civil engineering / Architecture / Structural Engineer or other related field
3 years of working experience in steel design, precast concrete, cast-in-place concrete or construction industry are favorable;
Familiar with Tekla Structures or similar construction software would be advantageous;
The ability to develop new customers and business independently with good PR & business negotiation, sales skills;
Prior experience in software sales & engineering projects would be an advantage;
Good English communication skills;
Strong sense of responsibility, good communication skills and team spirits;
Highly motivated, willing to actively develop new business area;
Must be prepared for extensive travel if needed.
About the Structures Division
The Structures division at Trimble Solutions Corporation provides the construction industry with Tekla Building Information Modelling (BIM) and structural design and analysis software solutions that are at the core of the construction workflow. The solutions allow customers to achieve greater competitive edge through improved collaboration, efficiency and accuracy. Tekla tools are used for realising projects around the world from housing and skyscrapers to oil rigs and bridges. www.tekla.com
About Trimble
Trimble is an industrial technology company transforming the way the world works by delivering solutions that enable our customers to thrive. Core technologies in positioning, modeling, connectivity and data analytics connect the digital and physical worlds to improve productivity, quality, safety, transparency and sustainability.
From purpose built products to enterprise lifecycle solutions, Trimble is transforming industries such as agriculture, construction, geospatial and transportation.
www.trimble.com
Trimble’s Inclusiveness Commitment
We believe in celebrating our differences. That is why our diversity is our strength. To us, that means actively participating in opportunities to be inclusive. Diversity, Equity, and Inclusion have guided our current success while also moving our desire to improve. We actively seek to add members to our community who represent our customers and the places we live and work.
We have programs in place to make sure our people are seen, heard, and welcomed and most importantly that they know they belong, no matter who they are or where they are coming from.
How to Apply: Please submit an online application for this position by clicking on the ‘Apply Now’ button located in this posting.
Application Deadline: Applications could be accepted until at least 30 days from the posting date.
Join a Values-Driven Team: Belong, Grow, Innovate.
At Trimble, our core values of Belong, Grow, and Innovate aren't just words—they're the foundation of our culture. We foster an environment where you are seen, heard, and valued (Belong); where you have an opportunity to build a career and drive our collective growth (Grow); and where your innovative ideas shape the future (Innovate). We believe in empowering local teams to create impactful strategies, ensuring our global vision resonates with every individual. Become part of a team where your contributions truly matter.
If you need assistance or would like to request an accommodation in connection with the application process, please contact AskPX@px.trimble.com.
